Culture, cognition and E-commerce behavior

Muna M. Alhammad; Stephen R. Gulliver; Isaac Wiafe; Keiichi Nakata

Culture, cognition and E-commerce behavior

Muna M. Alhammad
, Stephen R. Gulliver
, Isaac Wiafe
, Keiichi Nakata

University of Reading
GJMPA

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution › peer-review

2 Citations (Scopus)

Abstract

Existing research has given little attention to the relationship between culture characteristics and consumer's internal beliefs particularly in the pre-purchase stage, and how this relationship affects consumer's purchase decision. This paper considers the theory of cognitive dissonance and its extended model (the 3D-RAB), as a means to study the current distribution of consumer's pre-purchase cognitive dissonance, which allows us to investigate the effects of culture characteristics on this distribution. Results revealed that individualism versus collectivism and high power distance dimensions, from Hofstede's cultural model, influence consumer's pre-purchase cognitive dissonance. These dimensions must be considered in the design of e-commerce website, by tailoring motivational/influences methods and techniques to reflect targeted consumers culture.

Original language	English
Title of host publication	ICISO 2013 - Proceedings of the 14th International Conference on Informatics and Semiotics in Organisations, IFIP WG8.1 Working Conference
Pages	113-119
Number of pages	7
Publication status	Published - 2013
Externally published	Yes
Event	14th International Conference on Informatics and Semiotics in Organisations, ICISO 2013 - IFIP WG8.1 Working Conference - Stockholm Duration: 25 Mar 2013 → 26 Mar 2013

Publication series

Name	ICISO 2013 - Proceedings of the 14th International Conference on Informatics and Semiotics in Organisations, IFIP WG8.1 Working Conference

Conference

Conference	14th International Conference on Informatics and Semiotics in Organisations, ICISO 2013 - IFIP WG8.1 Working Conference
Country/Territory	Sweden
City	Stockholm
Period	25/03/13 → 26/03/13

UN SDGs

This output contributes to the following UN Sustainable Development Goals (SDGs)

SDG 12 Responsible Consumption and Production

Keywords

Behavior change
Cognitive dissonance
Consumer behavior
Culture
E-commerce
National culture

Cite this

Alhammad, M. M., Gulliver, S. R., Wiafe, I., & Nakata, K. (2013). Culture, cognition and E-commerce behavior. In ICISO 2013 - Proceedings of the 14th International Conference on Informatics and Semiotics in Organisations, IFIP WG8.1 Working Conference (pp. 113-119). (ICISO 2013 - Proceedings of the 14th International Conference on Informatics and Semiotics in Organisations, IFIP WG8.1 Working Conference).

Alhammad, Muna M. ; Gulliver, Stephen R. ; Wiafe, Isaac et al. / Culture, cognition and E-commerce behavior. ICISO 2013 - Proceedings of the 14th International Conference on Informatics and Semiotics in Organisations, IFIP WG8.1 Working Conference. 2013. pp. 113-119 (ICISO 2013 - Proceedings of the 14th International Conference on Informatics and Semiotics in Organisations, IFIP WG8.1 Working Conference).

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title = "Culture, cognition and E-commerce behavior",

abstract = "Existing research has given little attention to the relationship between culture characteristics and consumer's internal beliefs particularly in the pre-purchase stage, and how this relationship affects consumer's purchase decision. This paper considers the theory of cognitive dissonance and its extended model (the 3D-RAB), as a means to study the current distribution of consumer's pre-purchase cognitive dissonance, which allows us to investigate the effects of culture characteristics on this distribution. Results revealed that individualism versus collectivism and high power distance dimensions, from Hofstede's cultural model, influence consumer's pre-purchase cognitive dissonance. These dimensions must be considered in the design of e-commerce website, by tailoring motivational/influences methods and techniques to reflect targeted consumers culture.",

keywords = "Behavior change, Cognitive dissonance, Consumer behavior, Culture, E-commerce, National culture",

author = "Alhammad, \{Muna M.\} and Gulliver, \{Stephen R.\} and Isaac Wiafe and Keiichi Nakata",

year = "2013",

language = "English",

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series = "ICISO 2013 - Proceedings of the 14th International Conference on Informatics and Semiotics in Organisations, IFIP WG8.1 Working Conference",

pages = "113--119",

booktitle = "ICISO 2013 - Proceedings of the 14th International Conference on Informatics and Semiotics in Organisations, IFIP WG8.1 Working Conference",

note = "14th International Conference on Informatics and Semiotics in Organisations, ICISO 2013 - IFIP WG8.1 Working Conference ; Conference date: 25-03-2013 Through 26-03-2013",

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Alhammad, MM, Gulliver, SR, Wiafe, I & Nakata, K 2013, Culture, cognition and E-commerce behavior. in ICISO 2013 - Proceedings of the 14th International Conference on Informatics and Semiotics in Organisations, IFIP WG8.1 Working Conference. ICISO 2013 - Proceedings of the 14th International Conference on Informatics and Semiotics in Organisations, IFIP WG8.1 Working Conference, pp. 113-119, 14th International Conference on Informatics and Semiotics in Organisations, ICISO 2013 - IFIP WG8.1 Working Conference, Stockholm, Sweden, 25/03/13.

Culture, cognition and E-commerce behavior. / Alhammad, Muna M.; Gulliver, Stephen R.; Wiafe, Isaac et al.
ICISO 2013 - Proceedings of the 14th International Conference on Informatics and Semiotics in Organisations, IFIP WG8.1 Working Conference. 2013. p. 113-119 (ICISO 2013 - Proceedings of the 14th International Conference on Informatics and Semiotics in Organisations, IFIP WG8.1 Working Conference).

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution › peer-review

TY - GEN

T1 - Culture, cognition and E-commerce behavior

AU - Alhammad, Muna M.

AU - Gulliver, Stephen R.

AU - Wiafe, Isaac

AU - Nakata, Keiichi

PY - 2013

Y1 - 2013

N2 - Existing research has given little attention to the relationship between culture characteristics and consumer's internal beliefs particularly in the pre-purchase stage, and how this relationship affects consumer's purchase decision. This paper considers the theory of cognitive dissonance and its extended model (the 3D-RAB), as a means to study the current distribution of consumer's pre-purchase cognitive dissonance, which allows us to investigate the effects of culture characteristics on this distribution. Results revealed that individualism versus collectivism and high power distance dimensions, from Hofstede's cultural model, influence consumer's pre-purchase cognitive dissonance. These dimensions must be considered in the design of e-commerce website, by tailoring motivational/influences methods and techniques to reflect targeted consumers culture.

AB - Existing research has given little attention to the relationship between culture characteristics and consumer's internal beliefs particularly in the pre-purchase stage, and how this relationship affects consumer's purchase decision. This paper considers the theory of cognitive dissonance and its extended model (the 3D-RAB), as a means to study the current distribution of consumer's pre-purchase cognitive dissonance, which allows us to investigate the effects of culture characteristics on this distribution. Results revealed that individualism versus collectivism and high power distance dimensions, from Hofstede's cultural model, influence consumer's pre-purchase cognitive dissonance. These dimensions must be considered in the design of e-commerce website, by tailoring motivational/influences methods and techniques to reflect targeted consumers culture.

KW - Behavior change

KW - Cognitive dissonance

KW - Consumer behavior

KW - Culture

KW - E-commerce

KW - National culture

UR - https://www.scopus.com/pages/publications/84880252270

M3 - Conference contribution

AN - SCOPUS:84880252270

SN - 9789898565518

T3 - ICISO 2013 - Proceedings of the 14th International Conference on Informatics and Semiotics in Organisations, IFIP WG8.1 Working Conference

SP - 113

EP - 119

BT - ICISO 2013 - Proceedings of the 14th International Conference on Informatics and Semiotics in Organisations, IFIP WG8.1 Working Conference

T2 - 14th International Conference on Informatics and Semiotics in Organisations, ICISO 2013 - IFIP WG8.1 Working Conference

Y2 - 25 March 2013 through 26 March 2013

ER -

Alhammad MM, Gulliver SR, Wiafe I, Nakata K. Culture, cognition and E-commerce behavior. In ICISO 2013 - Proceedings of the 14th International Conference on Informatics and Semiotics in Organisations, IFIP WG8.1 Working Conference. 2013. p. 113-119. (ICISO 2013 - Proceedings of the 14th International Conference on Informatics and Semiotics in Organisations, IFIP WG8.1 Working Conference).

Culture, cognition and E-commerce behavior

Abstract

Publication series

Conference

UN SDGs

Keywords

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Cite this